Breadcrumb trail

Business development

Definition: Understands the approaches and practices required for identifying and capitalizing on business and commercial opportunities. It includes the knowledge of relevant sales and negotiation techniques based on information about NRC's partners and clients, their business products, services and strategies and how they link with NRC's current or future research, technology and commercialization goals. This includes some or all of the following, as relevant to the position: approaches, techniques and scripts for cold calling, conducting effective company or industry fact finding, data mining for commercialization opportunities, networking techniques, identifying client needs, writing proposals, identifying and approaching key client decision makers, planning first contact and/or sales meetings and follow-ups, handling objections, negotiating costing and prices, and closing deals.

Level 1 - Foundational

Some familiarity with and ability to apply the competency in limited difficult situations

Researches potential leads and obtains additional information on clients or on the needs of partner organizations.

Able to identify which NRC offerings will be most effective for which potential target customers or partners; adapts sales message and technique to suit the audience's business needs.

Level 4 - Advanced

Advanced understanding of and ability to apply the competency in a full range of situations

Strong understanding of business development and/or PR principles, best practices and of the full range of business development techniques.

Takes a lead role in business development activities for Tier 1 and Tier 2 clients/partners (e.g., collecting and analyzing market information, user feedback, cataloguing press cuttings, producing and disseminating marketing materials, planning and organizing events, and dealing with press and other media).

Leverages business knowledge and relationships to successfully negotiate complex partnerships.

Level 5 - Mastery

Thorough understanding of and ability to apply the competency creatively in the most complex and challenging situations

Extensive understanding of business development and/or PR principles and best practices, and of business development techniques.

Develops and leads implementation of an NRC-wide business development strategy; represents NRC at conferences, seminars and events, as well as acts as a key NRC spokesperson for the press and other media (if relevant to the role).

Develops and obtains approval from senior management for business development strategies and plans in order to achieve growth and financial profitability (e.g., acquisitions, mergers, and/or divestitures) that integrate NRC services across research centres and programs.

Core: Does this person have a solid understanding of business development techniques and strategies?